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The impulsivity challenge

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Given the rise of online retailing, impulsive consumer shopping behaviours in all venues have become critical subjects for many marketers. In this paper, the background on what is known about inhibition (believed to be the controlling factor in human impulsive shopping) is investigated from both the marketer and medical (neural) research perspectives. Based on that information, a new ‘single question’ research approach is developed to aid in identifying and understanding impulsive shopping behaviour. Analytical results show the methodology has promise and should be further developed, and the marketer can use these responses to gain a better understanding of different consumer segments and efficiently plan marketing campaigns and activities. This study also makes a call for more studies that attempt to understand both the ‘what’ and ‘why’ of observable behaviours.
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Keywords: consumer behaviour; impulsivity; inhibitory processes; media consumption; subconscious; survey research

Document Type: Research Article

Publication date: October 1, 2016

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  • Applied Marketing Analytics is the major new professional journal publishing in-depth, peer-reviewed articles on all aspects of marketing analytics. Guided by an expert Editorial Board each quarterly 100-page issue - published both in print and online - features detailed, practical articles written by and for marketing analytics professionals on innovative thinking, strategies, techniques, software and applied research showing how major brands are collecting, interpreting and acting on marketing analytics, both around the world and across varied digital and non-digital marketing channels. Learn how to measure the effectiveness of your marketing initiatives more accurately, how this compares to your competitors, identify gaps in your marketing analytics program and what metrics that support sound marketing decision making - and add to the bottom line.
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